OVERVIEW
The Director of Business Development — De Novo Markets is a senior-level field operator responsible for building referral infrastructure from the ground up across multiple Alsos Behavioral Health facilities in new or early-stage markets. This role carries direct accountability for driving admissions ramp performance across a portfolio of de novo facilities simultaneously, entering each market without established referral relationships, building clinical community presence, and achieving defined census milestones within structured ramp timelines.
This position functions as a market builder and portfolio operator simultaneously. The Director must hold strategic context across multiple geographies, prioritize outreach intelligently when resources are stretched, and operate with significant autonomy while maintaining tight alignment with the Chief Revenue Officer and facility leadership. This is not a market maintenance role and is not suited for someone with single-market ramp experience only. We are looking for someone who has opened multiple markets and can manage several ramps concurrently without loss of execution quality.
The Director is expected to self-direct, operate without routine supervisory guidance, and take full ownership of admissions outcomes across all assigned markets. This role carries direct accountability for census ramp milestones and is expected to exercise independent judgment across account prioritization, outreach sequencing, referral source development, and escalation decisions.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Market Entry and Pipeline Development
- Develop and execute individualized market entry BD plans for each assigned de novo facility, including referral source identification, segmentation, and outreach sequencing prior to facility open.
- Build net-new referral relationships with hospitals, emergency departments, detox programs, courts, EAPs, physician groups, mental health providers, and community organizations across multiple geographies concurrently.
- Achieve defined admissions ramp targets, including census milestones at 30, 60, 90, and 180 days post-open, for each facility in the assigned portfolio.
- Conduct pre-launch market analysis for each facility to identify priority referral corridors, competitive positioning gaps, high-volume source categories, and geographic outreach sequencing.
- Coordinate pre-open BD activity to ensure referral pipelines are seeded and active relationships are in place before each facility accepts admissions.
Portfolio and Account Management
- Manage a portfolio of de novo facilities at varying ramp stages simultaneously, allocating time and travel to match each facility’s census position and urgency without allowing any active ramp to fall below target trajectory.
- Serve as the primary external-facing BD representative for all assigned facilities during pre-open and early-ramp phases.
- Host facility tours, clinical in-services, and community education events across markets; manage logistics, communications, and follow-up for all BD-facing events.
- Maintain a structured account management cadence in Badger Maps; log all activity completely and consistently to support pipeline visibility and incentive compensation accuracy.
- Transition mature referral accounts to facility-level Market Directors as markets stabilize; maintain oversight through handoff to ensure no pipeline degradation during transition.
Cross-Functional Coordination
- Collaborate with Admissions to ensure referral source expectations are aligned with intake capacity and clinical criteria at each assigned facility.
- Partner with Marketing on local digital presence, event strategy, and market-specific collateral for each assigned de novo market.
- Provide the Chief Revenue Officer with weekly pipeline status updates, ramp trajectory summaries, referral source development progress, and barrier-to-admission analysis across all active facilities.
- Surface operational or clinical issues identified through referral source feedback and escalate through appropriate channels with sufficient documentation to support resolution.
- Participate in ELT and Revenue Management reporting cycles as requested; contribute market-level intelligence to organizational growth planning.
SUPERVISORY RESPONSIBILITIES
The Director of Business Development — De Novo Markets does not carry direct reports at initial hire. As markets mature and facility-level Market Directors are placed, the Director may carry indirect oversight responsibilities during transition periods. Due to the autonomous nature of this role, the Director is expected to self-direct, self-manage, and operate without routine supervisory input in the execution of day-to-day market development activity.
